Deck 10: Relationships in Negotiation

Question 1

____________ is the legacy that negotiators leave behind after a negotiation encounter with another party.

Answer 1

Reputation

Question 2

Integrative processes tend to increase trust, while more ____________ processes are likely to decrease trust.

Answer 2

distributive

Question 3

In communal sharing, collective identity takes precedence over ____________ ____________.

Answer 3

individual identity

Question 4

Identification-based trust is defined as confident positive expectations regarding another's ____________ and is grounded in perceived compatibility of values, common goals, and positive emotional attachment to the other.

Question 5

Trying to overcome a bad reputation, rebuilding trust, or restoring ____________ to a relationship are much easier to talk about than to actually do!

Question 6

Trustors, and those trusted, may focus on different things as ____________ is being built.

Question 7

Distributive justice is about the distribution of ____________.

Question 8

Distributive issues within ____________ negotiations can be emotionally hot.

Question 9

Only recently have researchers begun to examine actual negotiations in a rich ____________ context in order to offer better prescriptions on how to negotiate where the parties are deeply embedded in a relationship.

Question 10

An individual's ____________ ____________ toward trust can be described as individual differences in personality that make some people more trusting than others.

Question 11

Negotiations occur in a rich and complex social context that has a significant impact on how the ____________ interact and how the process evolves.

Question 12

Parties affirm strong identification-based trust by developing a ____________ ____________; co-locating; creating joint products or goals, such as a new product line or a new set of objectives; and committing to commonly shared values.

Question 13

It is clear that much of the early work of negotiation research has been dominated by the assumptions of a ____________ ____________ relationship.

Question 14

According to John Gottman' studies; successful long-term relationships are characterized by continuing to stress what one likes, values, appreciates and ____________ in the other

Question 15

In some negotiations, relationship preservation is the overarching negotiation goal and parties may make concessions on ____________ issues to preserve or enhance the relationship.

Question 16

____________ justice is about how organizations appear to treat groups of individuals and the norms that develop for how they should be treated.

Question 17

____________ trust exists because the parties understand and appreciate each other's wants and come to understand what they must do to sustain the other's trust.

Question 18

Salacuse says that negotiators should recognize a long-term business deal as a ____________ negotiation.

Question 19

Negotiators who helped develop a group negotiation strategy were more ____________ to it and to the group's negotiation goals.

Question 20

McAllister defines ____________ as "an individual's belief in and willingness to act on the words, actions and decisions of another."

Question 21

Which type of justice is about the process of determining outcomes?

A) Distributive
B) Interactive
C) Procedural
D) Systemic
E) None of the above.

Question 22

Because relationship negotiations are never over,

A) parties generally tackle negotiations over tough issues first in order to "get off on the right foot."
B) it is often impossible to anticipate the future and negotiate everything "up front."
C) issues on which parties truly disagree will go away with the conclusion of the negotiation.
D) parties should never make concessions on substantive issues.
E) All of the above are consequences of relationship negotiations.

Question 23

In a transactional negotiation, the most important issue is usually the

A) enhancing the relationship.
B) better deal.
C) dependence dynamics.
D) inventory questions.
E) all of the above.

Question 24

Which question that should be asked about working on the improvement of a relationship is false?

A) If the relationship is in difficulty, what might have caused it, and how can I gather information or perspective to improve the situation?
B) How can we take the pressure off each other so that we can give each other the freedom of choice to talk about what has happened, and what is necessary to fix it?
C) Trust repair is a long and slow process. It requires adequate explanations for past behavior, apologies, and perhaps even reparations. Interestingly, cultures differ in the way they manage this process
D) Must we surface the deeply felt emotions that have produced anger, frustration, rejection and disappointment? Should we effectively vent these emotions, or understand their causes, so that we can move beyond them?
E) How can we begin to appreciate each other's contributions, and the positive things that we have done together in the past? How can we restore that respect and value each other's contributions?

Question 25

An example of authority ranking as a form of relationship would include

A) college roommates
B) fraternal organizations
C) auto salesperson and buyer
D) soldiers and their commander
E) church congregates

Question 26

All but one of the following actions contributes to increase identification-based trust. Which one does not contribute?

A) Stand for the same principles.
B) Monitor the other party's actions.
C) Develop similar interests.
D) Try to develop similar goals, objectives and scenarios.
E) Try to be interested in the same things.

Question 27

Reputation is:

A) a perceptual identity.
B) reflective of the combination of personal characteristics.
C) demonstrated behavior.
D) intended images preserved over time.
E) all of the above statements define reputation.

Question 28

How parties treat each other in one-to-one relationships is the process of which of the following justices?

A) Procedural
B) Interactional
C) Systemic
D) Distributive
E) None of the above

Question 29

The values that govern a market pricing relationship are determined by a market system and include all but which of the following?

A) utility points
B) the relationship with the negotiator
C) ratio of price to goods
D) fair pricing
E) the dollars

Question 30

Laboratory controlled research is much easier to conduct than field research because studying live negotiators in the middle of an often complex negotiation causes them to object to all but one of the following?

A) to conduct interviews.
B) to ask questions.
C) to publicly report actual successes.
D) to publicly report actual failures.
E) they object to all the above.

Question 31

Which of the following conclusions about the issue of fairness is not a true statement?

A) Involvement in the process of helping to shape a negotiation strategy increases commitment to that strategy and willingness to pursue it.
B) Negotiators (buyers in a market transaction) who are encouraged ("primed") to think about fairness are more cooperative in distributive negotiations.
C) Parties who are made offers they perceive as unfair may reject them out of hand, even though the amount offered may be better than the alternative settlement, which is to receive nothing at all.
D) Establishment of some "objective standard" of fairness has a positive impact on the negotiations and satisfaction with the outcome.
E) All of the above are true statements.

Question 32

Which of the following parameters shapes our understanding of relationship negotiation strategy and tactics?

A) Negotiating within relationships takes place at a single point in time.
B) Negotiation in relationships is only about the issue.
C) Negotiating within relationships may never end.
D) Parties never make concessions on substantive issues.
E) All of the above parameters shape our understanding of relationship negotiation strategy and tactics.

Question 33

Within relationships, we see that parties shift their focus considerably, away from a sole focus on price and exchange, to also attend to

A) the future of the relationship.
B) the level of trust between the parties.
C) the emotions and evaluations of the other negotiator.
D) questions of fairness.
E) Within relationships, parties shift their focus to attend to all of the above.

Question 34

Higher ranks dominate lower ranks is an example of "authority ranking" as a fundamental relationship form. Under what other form would you find the concept of "tit-for-tat" revenge?

A) communal sharing
B) authority ranking
C) equality matching
D) market pricing
E) none of the above

Question 35

In calculus-based trust

A) the trustor calculates the value of creating and sustaining trust in the relationship relative to the costs of severing it.
B) the relationship develops over time, largely because the parties develop a history of experience with each other which allows them to predict the other's behavior.
C) regular communication and courtship are key processes.
D) the parties effectively understand and appreciate the other's wants.
E) All of the above statements are inherent in calculus based trust.

Question 36

What key elements become more critical and pronounced when they occur within a negotiation?

A) the agency relationship, the number of negotiation parties, and the role of emotion
B) the agency relationship and the role of trust and fairness
C) the roles of reputation, trust and justice
D) the structure of the constituency and the agency relationship
E) none of the above is key elements in managing negotiations within relationships

Question 37

Denise Rousseau has researched and defined the "idiosyncratic deal" as the unique ways that employers may come to treat certain employees compared to others in the same office or environment. Which observation stated below is inaccurate?

A) Deals are more common when workers are willing to negotiate.
B) Deals are more likely to work effectively when performance criteria are clear and well specified.
C) Deals are more common in certain countries, such as the United States, the United Kingdom and New Zealand.
D) Deals are more common when workers are located in large organizations.
E) Deals are more likely to work when workers trust the performance appraisal process.

Question 38

Communal sharing is a relationship of

A) unity, community, collective identity, and kindness.
B) asymmetric differences.
C) one-to-one correspondence.
D) balanced reciprocity.
E) None of the above describes a relationship of communal sharing.

Question 39

Jeswald Salacuse suggests which rule for negotiating a relationship?

A) minimize the prenegotiation stage of the relationship
B) recognize a long-term business deal as a continuing negotiation
C) eliminate the need for mediation or conciliation
D) end all discussions when the contract is signed
E) Salacuse suggests all of the above rules for negotiating a relationship.

Question 40

Which of the statements is supported by research in communal-sharing relationships?

A) Parties in a communal-sharing relationship are more cooperative and empathetic.
B) Parties in a communal-sharing relationship craft better quality agreements.
C) Parties in a communal-sharing relationship focus more attention on the norms that develop about their working together.
D) Parties in a communal-sharing relationship are more likely to share information with the other and less likely to use coercive tactics.
E) All of the above statements are supported by research in communal sharing relationships.

Question 41

What two questions should be asked when arriving at an impasse?

Question 42

Why is distrust growing in today's economy?

Question 43

What are Lewicki and Wiethoff's two types of trust?

Question 44

What role does trust play in an online negotiation?

Question 45

Under the four actions to manage the different forms of trust in negotiations, describe the basic steps to increase calculus-based trust.

Question 46

Define a relationship.

Question 47

Why are negative reputations difficult to repair?

Question 48

What are the three things that contribute to the level of trust one negotiator may have for another?

Question 49

Why are some research questions best answered under controlled laboratory conditions?

Question 50

Define interactional justice.

Question 51

How does context affect negotiation?

Question 52

What does Salacuse say is the importance of prenegotiation?

Question 53

How does an egocentric bias play out in judgments about fairness?

Question 54

How do people view goods in a market-pricing relationship?

Question 55

Define identification-based trust.

Question 56

In relationship negotiation, the resolution of simple distributive issues can have what effects on future decisions?

Question 57

What are some of the findings of the limited amount of negotiation research about communal-sharing relationships?

Question 58

Give some examples of traits that help influence the definition of a reputation.

Question 59

Describe an equality matching relationship.

Question 60

Do many people approach a new relationship with an unknown party with remarkably high levels of trust?